In foreign trade, I can’t escape these circles after all
In programming, a program that cannot be terminated by its own control is called a dead loop.
English is called endless loop, and there is a movie called looper. The Chinese name “The Ring Messenger” is wonderful. You can look for it.
Getting into this cycle is really painful.
There are also a large number of such cycles in foreign trade. Of course, some of these cycles may be caused by the parties deceiving themselves and others. To give a few examples:
Recruitment and retention mechanism Many companies are just like hotels. People come and go. They are all passers-by. There is a saying called “Iron Battalion and Running Troops”. It is normal for people to come and go, but it is not normal for people to come and go for a long time.
It is not normal for an impetuous industry and an impetuous region.
There is no need to do a mechanism to retain people if there are fewer people. Without a mechanism to retain people, people cannot be retained!
It is strange that even birds know the truth of building nests and attracting phoenix. A boss of an enterprise doesn’t understand it.
Phoenix soars in a thousand towering places, and it cannot live without a plane. Shi Fu is on one side, and the non-main does not obey!
Today’s applicants are really very different from the past. With more opportunities and choices, they will naturally be picky, especially in some industrial clusters. The cost of changing jobs is almost zero. Go out of this house and turn right 100 meters to re-enter.
Many bosses are very funny. They think that the reason why they can’t keep people is because they choose the wrong person. They recruit every day. They can’t stay for a few days and continue to leave. For a company with more than ten years, the oldest salesman is no more than one year.
Can’t play so dare not play, dare not play so can’t play Telephone has become an extremely important way of communication in foreign trade. To develop new customers, one cannot make a telephone call, and it will definitely get twice the result with half the effort.
The telephone articles have been written since 2013. At that time, this view was not as widely accepted as it is now.
Of course, even now, there are still many people who have many excuses to support themselves without calling, just as the work of calling is done for me.
Many people will say, alas, I also want to fight, but I can’t, so I dare not.
What I want to say is that I will not fight because I dare not.
Another dead cycle.
If this cycle is not broken, there will never be a breakthrough in the telephone. If there is no breakthrough in the telephone, the road to market development will be extremely difficult. I believe few people can accept this result.
To break this dead circle, the method used by Li Mao to serve customers is:
After standardization, repeated simulation training, and then through quantitative management to form working habits.
On the one hand; Consolidate the achievements of standardization and gradually turn what was originally the experience of others into their own abilities.
On the one hand, let the salesman find out what he lacks in the continuous simulation, make up for it in time, and avoid making some low-level mistakes in actual combat.
Sales volume and price This may be the heart disease of many trading companies. In order to do a good job in the market, competitive prices are needed as support, while large sales volumes are needed to get competitive prices.
In particular, many start-up trading companies are struggling because they cannot get reasonable prices.
In 2008, our company added a product, which has dozens of factories in the country. I went to every factory in the country.
I told them when I went, yes, I don’t have an order right now, but I just threw my whole fortune into it to make this product, everything is ready, only one factory is willing to support me.
As a result, the door was closed again and again.
In the end, I finally found one. Of course, it was not how low the price was from the beginning.
But in the first three months of the project, I went to this factory more than a dozen times to make the other boss clearly feel my determination to do this product well, so I got a low price.
Of course, if you really can’t find such a factory, there are also some ways, two nodes in the cycle of death must break through one to get rid of it:
For example, he voluntarily gave up his profits and kept the price to the lowest level. He even took the price quoted by the factory to get the order, and then slowly talked with the factory after getting enough orders to keep the price down.
This is how many companies started.
Orders and certifications This is a problem that entangles thousands of foreign trade salesmen.
A customer said that it is easy for me to place an order. You need a certificate.
Then the boss said, some certificate? No problem, let him place the order first.
There is no limit to the cycle. We, the diaosi salesmen, are in it and cannot get away.
I have to say, this is a problem of the boss’s pattern.
Many people will ask me such questions, and my answers are quite consistent: I am not your boss, and it is useless for me to say more.
But today I would like to tell some bosses that if it is some general certificates, not just what a customer needs, then this certificate is the basic threshold. Without this certificate, you can’t even pass this threshold. How can you talk about business?
The simplest way to break this dead cycle is between the boss’s thoughts.
The death cycle will make one person, one company stand still or even regress. The essence of many reforms is to break the cycle and find a way out. However, most companies have not the courage to take this step.
I don’t know if you want to break through these points, whether it’s the salesman or the boss.
Original Artical，Author：China Trade Agent，if repost，please give references ：https://offers-bg.com/cant-escape-these-circles/